外贸函电课件.ppt

unit1businessletterwriting PrinciplesofgoodcommunicationSevenCsLayoutofbusinesslettersPartsofbusinesslettersStylesofbusinesslettersAddressingenvelopes 1 Principlesofgoodcommunication Consideration1 you attitudeorI weattitudeIwritetosendmycongratulations Congratulationstoyouonyourpromotion 2 positiveapproachornegativeapproachWewon tbeabletosendyouthebrochurethismonth Wewillsendyouthebrochurenextmonth 2 ClarityIamwritingtoapplyforadmissiontoyouruniversity Iamwritingtoapplyforadmissiontothegraduateschoolofyouruniversityinthespringof1999 Thel cmustreachusforarrangingshipmentnotlaterthan8October Thel cmustreachusnotlaterthan8Octoberforarrangingshipment Courtesy notmerepoliteness besincereandtactful ThankyouforyourletterofJuly23 1999 Yourletterisnotclearatall Ican tunderstandit IfIunderstandyourlettercorrectly tactful 3 缩写 除了少数国际商业界确认的缩写 如CIF FOB等外 应尽量避免使用缩写 尤其是机构或组织名称 最好写出它的全部字母 数字 不同国家的人对某些数字的表达方式不一样 例如 英 美两国对billion的理解不一样 所以最安全的办法是数字和文字同时使用 例如 10575 9 tenthousandfivehundredandseventy fivedollars ninetycents 介词 数字前如果要用介词必须十分小心 例如 Thepricehasbeenincreasedto 20 到 Thepricehasbeenincreasedby 20 了 Thepricehasbeenincreasedfrom 20 从 4 Principlesofgoodcommunication conciseness 简洁 webeguntoexportourmachinetocountriesabroad IntheeventthatyouspeaktoMr Woodinregardtoproduction askhimtogiveconsiderationtothedeliveryschedule IfyouspeaktoMr Woodaboutproduction askhimtoconsiderthedeliveryschedule Concreteness 具体 Wewishtoconfirmourtelegramyesterday Wewishtoconfirmourtelegramofmarch29 1999 ThebrakescanstopacarwithinashortdistanceTheseGoodsonpowerbrakescanstopa2 toncarwithin24feet 5 correctnesscompleteness5个 W who what when where why how 6 partsofbusinessletter letterhead商业信函的信头通常印在信笺上端中间 包括发信人的公司行号名称及地址 电话号码 电报挂号 传真 电传以及经常的业务范围 referenceNo希望对方回复信件时指明原信编号 以便查阅文件 目的是 便于发信的编号归档date日期常见写法 8thmarch 1999或8march 1999march8th 1999或march8 1999insidenameandaddress通常包括对收信人的礼节性的称呼以及收信人的姓名 头衔和地址 地址含 a 门牌号码 街 路 名b 城市c 县 州名及邮政编码d 国名 7 partsofbusinessletter attentionline写信人有时希望所发信件能够迅速递交经办人或经办部门办理 可在封内地址下一行和称呼上一行加上经办人姓名 salutation每个词开头首字母必须大写 subjectline位于称呼下面两行 信笺中间部位 须简要 使人一看便知道该信的基本内容或目的 事由下面一般划一横线 例如 YourapplicationforteachingpositionRe yourapplicationforteachingpositionYourOrderNo 2645thebody 8 partsofbusinessletter complimentarycloseyoursfaithfully 英 faithfullyyours 美 yourstruly trulyyoursyourssincerely sincerelyyourssignature一般位于结尾礼词下一到两行 签名一般须写出全名 并应手签 不宜用图章代替 enclosure顶格写 与签名部分至少空一行 附件2件以上 须注明数目 9 Stylesofbusinessletter Indentedstyle 缩进式 缩行式 Blockedstyle 平头式 齐头式 Semi indentedstyle modifiedstyle 混合式 10 indentedstyle 11 blockedstyle 12 Modifiedstyle 13 Addressingenvelopes 14 practice 假设你是浙江纺织品进出口公司 ZHEJIANGTEXTILESI ECORP 的一名业务员 请进行以下操作 2002年2月你从国际互联网得知美国的UNITEDTEXTILESLTD 欲求购中国产的全棉床单 该公司的详细地址如下 UNITEDTEXTILESLTD 1180CHURCHROADNEWYORKU S A 请给对方公司发一封信函 要求格式完整 正确 内容可以自由发挥注意 信函日期为2002年2月2日 15 Unit2establishingbusinessrelations 16 inquiryoffercounteroffercontractcontractfulfillmentpaymenttermspackinginsurancetermstransportationtermsclaims arbitration 17 Unit2establishingbusinessrelations 学习要求1 巩固第一章函电信函写作格式与要求内容 2 按照函电正式要求撰写信函 3 信函撰写符合所给的案例条件 18 Unit2establishingbusinessrelations Pointsforattention你可以从以下渠道获取有希望的交易对象的资料 ExportcommoditiesfairorexhibitionsThechambersofcommercethecommercialcounselor sofficesthecommercialinstitutionsathomeorabroadTradedirectoryorlistTradedelegationsandgroupsMarketresearchBanksadvertisements 19 Unit2establishingbusinessrelations Pointsforattention当你写一封建立业务联系的信时 告诉收信人 HowyougethisnameandaddressWhatyourbusinesslineisStateyourideaandpurposeExpressyourhopetocooperateinfuturebusiness ortogetanearlyreply 20 Unit2establishingbusinessrelations StructureofastartletterSourceofinformationWelearnedfromthecommercialcounselor sofficeofourembassyinyourcountrythatyouareinterestedinChinesehandicraft ThroughthecourtesyofMr Smith wehaveyournameasafirminthelineofcannedgoods Mr SmithinformsusthatPurposeofwritingInordertoexpandourproductsintosouthAmerica wearewritingtoyoutoseekcooperationpossibilities 21 Structureofastartletter CompanyprofileWearealeadingcompanywithmanyyears experienceinmachineryexportbusiness WespecializeinNorthAmericatrade butwehadnocontactwithyourcountry Wewritetointroduceourselvesasexportersengaginginexportationofcannedgoods ProductintroductionWehaveagoodvarietyofcolorsandsizestomeetyourdifferentneeds 22 Structureofastartletter AnendWearelookingforwardtoyourspecificinquiries Hopingthatthisletterwillbeaforerunnertomanyyearsofprofitablebusinesstobothparties Ifyouareinterestedinestablishingbusinessrelationswithusinthisline pleaseletusknowyourspecificrequirements 23 Howtoreply ThebeginningThankyouforyourletterofSep 6expressingthehopeofenteringintobusinesswithus expressyourattitudeItisapleasuretosendyoutheinformationyourequestedregardingourcars Incompliancewithyourrequest weareairmailingtoyou underseparatecover asampleforyourreference theend 24 Languagepoints Withreferenceto asto asregardsEnterinto buildup establishbusinessrelationswith Incompliancewithyourrequest inaccordancewithyourrequest asrequested accordingtoyourrequest Foryourreference information selection considerationHavingmanyyears experienceinthelineof Meetone sinterestSpecializein bespecializedin dealinUponreceiptofOnthebasisofequality mutualbenefitandtheexchangeofneededgoods Wehaveyournameandaddressfrom throughthecourtesyof welearnthat weoweyournameandaddressto throughwhomweknowthat hasreferredustoyouforestablishingbusinessrelationswithyourcorporation 25 Languagepoints LinebelinedwithTheboxwaslinedwithsoftpapertoprotectthethingsinside ShipmentadvanceshipmentMake send give quotationforPleasesendusyourlowestquotationfor100setsoftelephone 26 practice 假设你是上海大宇纺织品进出口公司 SHANGHAIDAYUTEXTILESI ECORP 的一名业务员 2004年3月2日给对方写信 详情如下 2004年2月你从广交会上认识英国人smith先生 得知他是Far EasternTextileCompany的业务员 该公司正是台布的大买户 而你们公司则主要经营纺织品 主要市场也是欧美地区 现写信向对方介绍你们公司的产品 内容可以自由发挥 并附上本公司最新的产品目录 希望与其建立业务联系 对方地址 Far easternTextileCompany910QueenVictorisStreetLondon E c 4England要求 格式正确 27 exercise 我们对从你方进口 海尔 牌电冰箱很感兴趣 请给我们寄些目录单 发展我们之间的业务对双方都有利 兹写信介绍我们是保健茶的出口商 在该行业已经有30多年的经验 我们从中国国际贸易促进委员会CCPIT得悉 你们拟购买中国棉布 中国银行向我们介绍贵公司是有希望的电子产品买主 由于我们经营该商品 我们很乐意与你方建立直接的贸易关系 28 习题答案 Weareverymuchinterestedinimporting Haier brandrefrigeratorsfromyoursideandwouldbegladifyouwouldsendusyourcatalogues Itwillbetoourmutualbenefittodevelopbusinessbetweenus Wewritetointroduceourselvesasexportersofhealthteahavingover30years experienceinthislineofbusiness WehavelearnedfromChinaCouncilforthePromotionofInternationalTradethatyouareinthemarketforChineseCottonPieceGoods YourcompanyhasbeenintroducedtousbytheBankofChinaasprospectivebuyersofelectronicproducts Aswedealintheitems weshallbepleasedtoestablishdirectbusinessrelationswithyou 29 Unitthreeenquiriesandreplies Pointsforattention国际贸易往来中 一笔交易的达成首先要磋商 businessnegotiation 包括 Enquiryoffercounter offeracceptanceWhenmakingenquiries givedetailsofyourownfirmandaskforneededinformationfromyourprospectivesupplier Bespecificandstateexactlywhatyouwant ThegoodsneededAcatalogueApricelistAsampleAquotation 30 Unitfourenquiriesandreplies PointsforattentionTellthesellerwhatyouwanttoknow price deliverydate paymentterms Iwouldbegratefulifyoucouldsendmealittlemoreinformationwithregardtoproducts pricesanddiscounts wouldyoupleasequoteyourbestpricesandtermsofpaymentfor Thetacticisoftentogivethesellersomehopeofsubstantialordersorcontinuedbusiness Shouldyourpricesbecompetitive Ifyourquotationisfavorable wemayplaceregularorderforlargequantities 31 reply Promptandcarefulrepliesareofgreatimportance MakesureyouhaveansweredallquestionsMakesureyouhaveincludedallthepointsyouwanttomakeassureyourcustomerthatyouhavefaithinyourproductorservice 32 Repliestoenquiries BeginningThankyouforyourletterof dated wearepleasedtoreceiveyourenquiryof for Wearepleasedtolearnfromyourletterdated thatyouareinterestedinour InformationAsrequested weenclose Enclosedpleasefind arebothexcellentinqualityandreasonableinprice Onregularpurchasesinquantitiesofnotlessthan ofindividualitems wewouldallowyouadiscountof Paymentistobemadeby EndingWelookforwardtoreceivingatrialorderfromyousoon 33 Languagepoints Enquiries Thereisapromising steadymarketherefor Asweareinthemarketfor weshouldbepleasedifyouwould weareinterestedin Wehavereceivedseveralenquiries requestsforyour andhavegoodreasontobelievethat Ifyourquotationisfavorable wemayplaceregularorderforlargequantities 34 practice 敬启者 我们从 对外贸易 杂志10月号上获悉贵公司的地址 目前我们对贵公司的床单和浴巾 bathtowels 有兴趣 兹借此机会介绍我们是本地区最大的纺织品进口商之一 如能报最好CIFC5 伦敦价 并注明尺寸 颜色 我们将非常感谢 同时请寄一些样品和目录给我们 如果你方报价合理 适合我们的市场 我们将向贵公司大量订购 盼早复 不胜感激 35 DearSirs WehavelearnedyournameandaddressintheOctoberissueofforeigntrade Atpresent weareinterestedinyourbedsheetsandbathtowels Wetakethisopportunitytointroduceourselvesasoneofthelargestimportersoftextilesinthisarea WeshallappreciateitverymuchifyouwillquoteusyourbestCIFC5 Londonprices indicatingsizesandcolors Meanwhile pleasesendussomesamplesandcatalogues Ifyourpricesarereasonableandsuitableforourmarket weshallplacealargeorderwithyou Yourearlyreplywillbehighlyappreciated Yoursfaithfully 36 translation 1 我们从商会获知你们是棉床单和枕套的出口商 我们市场对于质量优良 价格中等的上述商品需求稳定 2 我们另邮给你一整套样品 相信在你一旦有机会看完这些样品后你定会承认这些产品不但质量上乘 价格公道 3 我们收到你5月3号的询盘函 获悉你对我们的真皮手工手套感兴趣 兹附上图表目录和价格表 提供你所要了解的详细信息 4 所附着的价格单和图表目录能使你了解你特别感兴趣的那个型号的详细信息 37 习题答案 Welearnfromthechamberofcommercethatyouareexportingcottonbedsheetsandpillowcases Thereisasteadydemandherefortheabovementionedcommoditiesofhighqualityatmoderateprices Underseparatecover wearesendingyouarangeofsamplesandwhenyouhaveachancetoexaminethem wefeelconfidentthatyouwillagreethatthegoodsarebothexcellentinqualityandveryreasonableinprice Wehavereceivedyourenquiryof3rdMayandlearnofyourinterestinourhandmadegenuineleathergloves Weareenclosingourillustratedcatalogueandpricelistgivingthedetailsyouaskfor Theenclosedpricelistandillustratedcataloguewillgiveyoudetailsofthemodelinwhichyouareespeciallyinterested 38 习题答案 YourletterofAugust11hasbeenreceived Asregardsourquotationforpoplinshirts wewishtostatethatwearepreparedtoallowyouaspecialdiscountof5 forthispresentorderinconsiderationofourlongbusinessconnection However itistobeunderstoodthatthisconcessionshouldnotberegardedasaprecedentandthatforsubsequentordersouroriginalpriceofUS 60perdozenshallbeapplied FromtheattachedProformaInvoiceNo 248 youwillfindthatthepriceindicatedthereinisCIFLagos inclusiveof5 discount Pleaseapplypromptlyforthenecessaryimportlicenseandkeepusinformedofthelicensingposition ShouldwefailtohearfromyoufavorablybeforeSeptember15 weshallnotbeabletoreservethegoodsforyou Weexpecttoreceiveyourordersoon 39 quotations offersandcounter offers PointsforattentionQuotation offerQuotation mainlyprice 报价 通常指提出价格 因而不具备应有的基本交易条件invalidOffer 报盘 includingprice shipment packing discount termsofpaymentandsoonvalid 40 Unitfourquotations offersandcounter offers Pointsforattention如何说明实盘的有效期 Subjecttoyourreplyreachingusby before subjecttoyourreplyherewithin days Thisofferisfirm open valid good for days 如何说明虚盘的保留条件 subjecttoourfinalconfirmation subjecttogoodsbeingunsold subjecttochangewithoutnotice Thisisanofferwithoutengagement obligation 41 Structureofoffer ConfirmtheletteryoureceivedWehavereceivedyourinquiryof andwishtomakethefollowingoffer Wemuchappreciateyourinquiryof andhavethepleasuretoofferyou subjectto 42 DetailsoftheofferNameofcommodities quality quantityandspecification packingGivedetailsofprices discounts termsofpayment insurance dateofdelivery Validityofthefirmoffer 43 TheendWetrustyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder Aspricesaresteadilyrising wewouldadviseyoutoplaceyourorderwithoutdelay 44 Structureofcounter offers ThankthesupplierfortheofferExpressregretatinabilitytoacceptandstatereasonsBecauseyourpricesarehigherthanthoseofourprevioussuppliers becauseyourpricesappeartobeonthehighsideascomparedwiththoseofothermakes wecannotmakeuseofyourofferdated Yourminimumorderquantitiesareaboveourpresentrequirements Therefore wecannotacceptyouroffer Yourpaymentconditionsarenotacceptable 45 PutforwardamendmentsornewproposalsThequalityofthegoodsofferedinyourletterof isnotsatisfactory Wewouldliketoknowifyoucouldsupplyitemsofabetterquality Ifyoucouldreducethepriceforyourofferof by2 wewouldbewillingtoacceptyouroffer Suggestthattheremaybeotheropportunitiestodobusinesstogether 46 practice 2月6日 你收到美国UNITEDTEXTILESLTD 的一封来信 信中表示愿意与你公司建立业务联系 并向你公司发出一询盘 要求你方报全棉床单NJ011价 同时注明支付方式 包装 及装运等条件 现请按如下资料写发盘函 规格 全棉床单NJ011数量 27000打包装 每盒一打 每一纸版箱20盒价格 纽约到岸价含佣金5 每打22美元支付 凭保兑的 不可撤消的即期信用证支付装运 收到信用证后1个月内注意 1 发盘须发实盘 具体有效期可自定 2 由于市场行情看涨 建议对方早日下单 3 信函日期为2月7日 47 exercise 我们从贵公司3月8日来函中得知你方打算向我方订购2万吨化肥 我们很高兴地报价如下 兹答复你方3月8日函 现向你方做如下报盘 以我方最后确认为准 感谢收到你7月9号的来信 我们很遗憾的指出你的价格有点偏高 没有可能达成交易 我们获悉在你方市场对核桃的需求很旺 借此机会附上我们1819号报价单 供你参考 兹回复你6月3号的电报 电报内容是要求我们给你方发63号毛毯的报盘 我们想确认我们6月6号的电报作如下的发盘 该发盘没有约束力 48 answer Wehavelearntfromyourletterdatedmarch8thatyouaregoingtoplaceanorderwithusfor20000metrictonsofchemicalfertilizers Wearepleasedtoquoteasfollows Inreplytoyourletterofmarch8 wearenowmakingyouthefollowingoffer subjecttoourfinalconfirmation WhilewethankyouforyourletterdatedJuly9 wefinditveryregrettabletopointoutthatyourpricesappeartobeonthehighsideandthatthereisnopossibilityofbusiness Wehavelearntthatthereisagooddemandforwalnutsinyourmarket andtakethisopportunityofenclosingourquotationsheetNo 6868foryourconsideration 49 Inreplytoyourcableof3rdJune whichaskedustomakeanofferforourblanketNo 33 wewishtoconfirmourcabledispatchedonJune6offeringyouwithoutengagementthefollowing 50 Unitfivesendingproformainvoice PointsforattentionProformainvoiceisgenerallyused ToserveasaformalquotationorasapricereferenceToenablethebuyertomakethenecessarypreliminaryarrangements suchasobtaininganimportlicenseforthegoodshewouldliketoorder Toinformthebuyeroftheamountpayableforgoodstobeshipped 51 Mainitems WhatitaboutIncompliancewithyourrequest weencloseourproformainvoiceNO 123intriplicateforyourreference SomespecialpointsintheproformainvoiceWewishtoinviteyourattentiontothefactthatthespannersinvoicedarezinc 锌 plated notchrome 铬 plated ValidityoftheproformainvoiceTheproformainvoiceNO 123doesnotimplyunreservedacceptanceofyourorderasbothpricesandquantitiesmustbefurtherconfirmedbyus 52 Specimenletters letter1 DearSirs OurCommercialCounsellor sOfficeinyourcountryhasreferredtousyourenquiryforHandToolsastheyfallwithinthescopeofourbusiness WeencloseourproformaInvoiceNo 9ST 1089intriplicatefor500dozenDoubleOffsetRingSpannersforyourapplyingforthenecessaryimportlicence PleasenotethattheSpannersinvoicedarezincplated notchromeplated Itistruethatuserspreferredthechromeplatedonesasstatedinyourletter butnowmostofthemhaveswitchedtheir 53 InteresttothezincplatedSpanners becausetheyaremuchlowerinprice Aswearereceivinglargeordersfromourclient itisquiteprobablethatwemayrunshotofsupply Wewould therefore suggestthatyouplaceyourorderwithusatanearlydate Welookforwardtoyourpromptreply 54 Letter2 DearSirs WethankyouforyourletterofMay15 askingforourelectricalappliancecalatogue Itisbeingdespatchedtoyouunderseparatecover andwehopethatyouwillfindmanyitemsofinteresttoyou Accordingtoyourrequest aproformainvoiceinquadruplicateforP V C Wireisenclosed Asweknowyouwillhavetoapplyforanimportlicenceforyourorder wehavemadeuptheinvoicetoexpireonJuly20 55 Weshouldliketodrawyourattentiontothemanyspecialitieswhichareshownonpage9ofourcatalogue andwetrustthatthesearewhatyourequirefortheforthcomingseason Becausewereceiveagreatnumberofordersdaily wehavetoexecutetheminstrictrotation Maywesuggest therefore thatwheneveryouhaveorderstoplacewithus yousendthemtousassoonaspossible 56 Letter3 DearSirs Asrequested wearesendingyouherewithourproformainvoiceNo 190inquadruplicateforshirts Theabove mentionedinvoice however doesnotimplyunreservedacceptanceofyourorderasbothpricesandquantitiesmustbefurtherconfirmedbyus Assoonasyouhaveobtainthenecessaryimportlicence pleaseletusknowbycablesothatwemayconfirmouroffer Inthemeantime ifthereisanychangeinpriceordelivery weshallcontactyou Welookforwardtoreceivingfurthernewsfromyou 57 vocabulary InduplicateIntriplicateInquadruplicateImportlicenceexpire 58 Wordsandphrases requestv t e g Asrequested wehavepleasureinenclosingourquotationNo 2837foryourconsideration n Withregardtoyourrequestforourcatalogues wearearrangingforthesametobesenttoyouunderseparatecover WehavedulynotedyourrequestthatweshipthegoodsunderContractsNos 34and35onasinglebilloflading Atyourrequest wenowholdthisofferfirmfromJanuary15forfurthertendays 59 dispatchv t e g Wearepleasedtoinformyouthatthefirstconsignmenthasbeendulydespatched Therelativesamplecuttingswillbedespatchedtoyoubyairmail n WethankyouforyourOrderNo 2301 whichisnowreceivingourattentionandwillbereadyfordespatchwithinthenexttwoorthreeweeks 60 coverv t 包括 用来支付e g Enclosedyouwillfindacheckcoveringallcommissionsduetoyouuptodate TheshipmentcoveredbyyourCreditNo 123hasbeenreadyforsometime buttheamendmenttotherelavantcredithasnotyetreachedus Ouractivitieshavenowbeenextendedtocoverchemicals 61 足够支付e g wehaveraisedthecommissionto5 soastoenableyoutocovertheadvertisingexpensesyoumayincurinsalespromotion 处理 涉及e g Hereisacataloguecoveringourmainitems WehavetopointoutthatletterofDecember10hasfullycoveredthismatter 投保e g Insuranceistobecoveredbythesellersfor110 oftheinvoicevalue 62 Languagepoints Wethankyouforyourinquiryof andhavepleasureinenclosingourProformaInvoiceNo for covering EnclosedpleasefindourProformaInvoiceNo for attachedtothisletteryouwillfindourproformainvoice WearepleasedtosendyouourProformaInvoiceNo intriplicateasrequested Wehavebeeninformedby thatyouarethinkingofpurchasing andhavepleasureinenclosingourProformaInvoiceinduplicate 63 Usefulexpressions 1 WethankyouforyourenquiryforourDoubleOffsetRingSpannersandhavepleasureinenclosingourProformaInvoiceNo 47inquadraplicate 2 wearesendingyouourProformaInvoiceinquadraplicateforthepurposeofyourapplyingforanimportlicence 3 withthisletterwearesendingyouaproformainvoiceintriplicateforshirts 4 theenclosedproformainvoiceintriplicatecoversgoodsagainstyourorderNo 2345 attachedtothisletteryouwillfindourproformainvoiceinduplicatecovering50000knittingneedles 64 6 theenclosedproformainvoicecoversthecostof2300cassettetapesplusfreightandinsu